As a growing number of consumers switch their purchases from branded lines to more private-label products, CPG companies have to work smarter to sell their wares — and so do their sales representatives, Robert E. Hill Jr., president and chief executive officer of Acosta Sales & Marketing, Jacksonville, Fla., told SN. “As the economic recovery continues, we are seeing a more educated and value-conscious shopper with a heightened level of interest in the private-label ...

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